I use internet TV to convey my messages to clients and prospects. Very few business owners from
insurance agencies use this. I express my commitment to my community, clients and business. The
videos can be expensive, but they are a good investment. It really helps build relationships with
prospects because they’ve seen me speak and know my commitment.

Prospects who I’ve never talked to see this and come to me for advice. It also helps me recruit
agents. Some young people came to my company to ask if they could work with me.

You’ve found an unusual way to recruit staff. How do you retain them?

The labor market is shrinking in Japan. It’s hard to find capable people to hire, so it’s
important they feel good about their work with us and that we support their social contributions.
One staff member is on the national curling team, and I sponsor her. Her team won a silver medal
in the world women’s curling competition last year, and will hopefully go to the Olympics. We’re
proud to contribute to the community and to this staff member. It costs a lot, but I believe it’s
worth it.

How do you structure your staff?

When we have a project, we include the sales and administrative staff in a team. We have seven
administrative assistants, and they’re each assigned to a business unit as part of the team. I
wanted to make sure the team can cover each other and myself.

Sometimes admin goes to the point of sale, so they’ll see what the sales staff is talking about
and what the atmosphere is. Salespeople can also handle admin paperwork.

Mitsuhiro Kondo is a 15-year MDRT member from Kitami, Japan. Contact him at kon@kondo-fp.jp.